How to Cultivate a Network of Endless Referrals

Building a network of endless referrals is about attitude. You can do this successfully even if you're not comfortable giving presentations at conferences or introducing yourself to strangers. But you have to be willing to dedicate some time and effort to cultivating potential clients. Once you get the hang of it, though, you may find yourself enjoying it. Follow these steps to be an ace networker.

Instructions

Difficulty: Moderate

1. View networking as a lifelong task. Think of it like exercising or eating healthy. A database of prospects doesn't do you much good if you don't constantly cultivate them.
2. Listen more than talk when you meet new people. Learn about how they started in their business, their past education and experience, and their passions. Look for what you have in common and build on that.
3. Find some specialty you can help others with. Successful networking is based on give and take. You may excel in researching sources for someone, have a good memory for things you've read that you can recommend or connect between two strangers who could do business together.
4. Create an atmosphere of exchange with people in your database. Give them the chance to help you out too. No one likes a doormat who gives just to prove how unselfish she is.
5. Expand your network constantly. Attend conferences in industries you're not familiar with. Take a class abroad or in another town. Get interested in a new hobby and tap into a pool of unfamiliar prospects.
6. Join Business Network International (BNI) in your area or start a chapter if one doesn't exist (see link in Resources). Because they limit members to one per professional specialty, you don't have to worry about competition. You're expected to make referrals to other members, though, and you have to go through pre-screening.
7. Check out the Referral Institute website. They have training programs that teach you to cultivate your referral network. Articles on their website, which you can access for free, will also give you ideas.

Tips & Warnings

• Learn to use contact management software to make cultivating your referral network a breeze.
• Make sure whatever suggestions you make are appropriate to the potential client and situation.